Trade Show Display Marketing Tips and Advice
Oh, baby. You’re in a sales demo, the company CEO just cycled in (17 minutes late), apologizes for being “slammed,” and immediately jumps into aggressive questioning. This is the biggest deal in your pipeline, you’ve been forecasting it for nine months, and, suddenly, it’s being threatened. Maybe this CEO asks why your widget factory doesn’t have an API, or why you don’t offer to send someone to install your SaaS on their internal server (think about it). These are extreme examples, but most salespeople have faced something similar when trying to hit quota.
So, how do you respond when a customer makes a point, raises a concern, or critiques your product/service in a way that’s fundamentally inaccurate? I’ve got a few ideas.Read More
When I was a beginning exhibitor, I’ll never forget how I learned the importance of attendee promotions at one particular show. It was a local event which was open to the public, but took place over Mother’s Day weekend so it faced a lot of competing events around the city. On top of that, it was a new show, so hadn’t yet built a loyal following who looked forward to coming year after year. So while exhibitors had been promised a crowd of several thousand, it turned out to be more like a few hundred over the course of the multi-day event. My neighboring exhibitors were all grumbling about how pathetic the turnout was, yet traffic in my booth was somewhat steady.Read More